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Clients First: The Two Word Miracle by JoAnn Callaway, Joseph Callaway

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Our First Institutional Client

When the third bank sent a representative to us, I asked JoAnn to at least listen to what he had to say. This banker was visiting us because one of our clients managed one of the bank’s mortgage offices. We had sold Kate’s home and found the one she lived in currently. She knew our Clients First treatment personally, and she wanted very much to help us as well as her employer. She knew we would reflect well on her. The meeting went well, and we had our first institutional client.

Thus began a journey that would test Clients First as never before.

We called the other two banks and found that they weren’t interested in coming back. Lesson one: Banks don’t like to be told no. Dauntless as we are, JoAnn and I persevered. We called everyone. We asked for help. We wrote letters. At last, one of the loan officers who had recommended us in the first place went to bat for us and got us a second chance.

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